Journal of Financial Services Marketing

, Volume 19, Issue 2, pp 118–131 | Cite as

Elements of a talent strategy for effective relationship building: A study among bank sales and service providers

  • Joseph Vella
  • Albert Caruana
  • Leyland F Pitt
Original Article


This study considers equity sensitivity, emotional labor and organizational commitment as three important variables that play a critical role among sales and service providers at a bank and the effect these variables ultimately have on corporate performance. Using an equity theory perspective, research hypotheses linking the various constructs are formulated. Data are collected from sales and service managers at a community bank and partial aggregation followed by structural equation modeling is used to test the hypotheses. Results are reported, implications to a bank’s talent strategy are drawn, limitations are noted and directions for future research are indicated.


equity sensitivity emotional labor organizational commitment corporate performance banking talent strategy 


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Copyright information

© Palgrave Macmillan, a division of Macmillan Publishers Ltd 2014

Authors and Affiliations

  • Joseph Vella
    • 1
  • Albert Caruana
    • 1
  • Leyland F Pitt
    • 1
  1. 1.Department of Corporate CommunicationUniversity of MaltaMalta

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